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Synopsis

Why do salespeople quit just when they're starting to succeed? Why do they sabotage their best efforts and regulate their way back down into their "comfort zones"? Why and how do peers family and "friends" work to support the self-sabotaging behaviors (even though they may not mean to)? These questions are tough to answer because the affliction itself doesn't make much sense – why would anyone work to destroy their own success? The reality is that many people do exactly that; they simply can't handle the success they're experiencing and seek to undo it using some very clever (and often hidden) strategies for "staying in struggle". In this book Greg Bennett a renowned sales trainer and coach will address five ways salespeople sabotage themselves through self-destructive behaviors and the counter strategies these salespeople (and their managers) can apply to stop the destruction before it's too late. Each segment on a self-destructive behavior includes a worksheet with strategies and exercises for salespeople to use as well as several tips and ideas for sales managers who want to recognize these behaviors and work to keep their salespeople on a more positive path.

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